State and Local Strategic Account Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Manage relationships with state and local government agencies

• Promote the complete range of natural disaster solutions

• Provide flood predictive insights to emergency managers, public safety leaders, and resilience planners

• Build and oversee a sales pipeline from initial prospecting and discovery to procurement and closure

• Act as a trusted partner for customers

• Market solutions that assist government organizations in preparing for, responding to, and recovering from natural disasters

• Conduct consultative discovery discussions and align agency challenges with ICEYE solutions

• Oversee the entire sales cycle, including demonstrations, technical discussions, proposals, pricing, and contract negotiations

• Navigate government procurement processes, including RFIs, RFPs, RFQs, grant funding, and budget cycles

• Convert geospatial and water resource concepts into outcome-focused value for both technical users and executive decision-makers

• Establish relationships with emergency managers, GIS teams, floodplain managers, procurement officers, and elected or appointed officials

• Collaborate with the Head of North America to formulate and implement short- and long-term sales strategies

• Ensure accurate forecasting, pipeline management, and account planning in the CRM

• Travel occasionally for customer meetings, emergency management events, industry conferences, on-site demonstrations, and workshops

• Provide market feedback to internal teams

⛳️ Requirements

• Proven track record in selling complex, multi-stakeholder solutions to state and local government

• Demonstrated consultative sales methodology, with the ability to assess needs and connect solutions to operational outcomes

• History of self-sourcing pipeline, closing personal deals, and achieving or surpassing quotas

• Capacity to work autonomously without close supervision

• Working understanding of geospatial concepts and technologies, including GIS, remote sensing, mapping, or spatial analytics

• Background in water resources engineering, such as hydrology, hydraulics, flood modeling, or stormwater, or experience in water resources sales

• Knowledge of government procurement procedures and funding mechanisms

• Excellent communication, presentation, and relationship-building capabilities

• Ability to engage credibly with both technical and non-technical audiences

• Willingness and ability to travel to customer locations, agency meetings, and industry conferences

• Direct experience with emergency management, public safety, or disaster response organizations is advantageous

• Existing connections with state and local emergency management agencies or associations are a plus

• Familiarity with FEMA grant programs, including BRIC and HMGP, is beneficial

• Understanding of flood risk, floodplain management, or earth observation data, such as satellite imagery and SAR, is desirable

• Experience with CRM and sales tools like Salesforce is a plus

• Employment is subject to applicable security screening, including SUPO where necessary

🏝️ Benefits

• Ongoing professional development

• Training opportunities available

• Diverse and highly engaged team environment

• Opportunity to take significant ownership from day one

• Health and wellness support

• Benefits offerings vary by location

• Inclusive workplace with equal opportunity

• Adjustments or support in the recruitment process available upon request